Pre-sales Consultant

Company Description

Who are Experian?

We are the world’s leading global information services company. During life’s big moments – from buying a home or a car, to sending a child to college, to growing a business by connecting with new customers – we empower consumers and our clients to manage their data with confidence. We help individuals to take financial control and access financial services, businesses to make smarter decisions and thrive, lenders to lend more responsibly, and organisations to prevent identity fraud and crime.

We have 20,000 people operating across 44 countries and every day we’re investing in new technologies, talented people, and innovation to help all our clients maximise every opportunity. We are listed on the London Stock Exchange (EXPN) and are a constituent of the FTSE 100 Index.

Our approach to flexible working

We care about work that works, whether that’s about where you work or adjusting your hours to fit better with your life. Our flexible working practices, including our hybrid working model where you can split your working time between the office and your home, support our belief that this balance brings long-lasting benefits for our business as well as ensuring that our people can balance successful careers with their commitments and interests outside of work. So that you can love where you work, please discuss what works for you with your recruiter during the hiring process.

Accepting you, for you.

We want you to feel accepted for who you are and to feel safe, valued and to help us build a culture of true belonging. Experian is proud to be an equal opportunity employer and we take affirmative action to create a more inclusive and equitable world of work. We are committed to equal employment opportunities regardless of age, disability, gender identity, marital status, race, ethnicity, faith or belief, sexual orientation, socioeconomic background, Veteran status or whether you’re pregnant or on family leave.

Job Description

Role Purpose

The Pre-sales Consultant is responsible for partnering with the Sales team to drive complex solutions sales. The role holder acts as the solution subject matter expert during the sales cycle and owns the end to end solution design to solve specific customer problems. The role holder also represents the technical and functional aspects of the solution and performs presentations / demonstrations, assists with technical questions or concerns during the sales process and frequently participates in the initial stage of the project specification process.

Key Accountabilities:

Accelerate Software Solutions Growth

·       Focus key activities on opportunities that support Revenues growth

·       Engage with Sales, Pricing, Finance and Sales Ops to identify value in the solutions and creatively price solutions to suit client requirements

·       Engage with Delivery and explain client requirements and agree solutions to be proposed

·       Structure software demonstrations to match client requirements

·       Lead RFx responses

 Lead solutions

·       Support sales with detailed qualification of opportunities

·       Map requirements to solutions

·       Demonstrate software solutions (specific to client requirements)

·       Create Statements of Work to support pricing of solutions

·       Provide initial pricing for software and delivery of solutions

·       Assist with proposal documentation

·       Support contracting with software specific terms and conditions so as to ensure contract reflects what was sold and protects Experian

·       Assist with Handover to Delivery

 Support development of sales opportunities

·       Identify new opportunities in existing and new clients

·       Constantly evaluate current solutions and propositions and how these can be optimized for market requirements

·       Maintain an awareness of where Experian has global licenses which might be utilized in country / extended to local

·       Provide ongoing demonstrations in large clients to spread understanding of functionality across different business/portfolio areas

·       Support delivery team by managing general client queries around functionality, design and architecture so that delivery teams are not sidetracked from project deliverables

 Customer Engagement

·       Provide ongoing demonstrations in large clients to spread understanding of functionality across different business/portfolio areas

·       Support delivery team by managing general client queries around functionality, design and architecture so that delivery teams are not sidetracked from project deliverables

Qualifications

Qualifications and experience

•                 Degree or equivalent standard 

•                 Consultancy or functional experience gained within credit industry or similar

•                 Commercial acumen including Finance, Legal and Risk management

•                 Commercial awareness with the identify opportunities, structure a proposal, develop a business case and close the sale

•                 Enterprise software pre-sales

•                 Able to shape and define solutions matched to requirements

•                 Able to work collaboratively in teams

•                 Adapt quickly to change and multiple demands

•                 Articulate and positive communication

•                 Assimilate and process information from different sources

•                 Capabilities of the Experian product range and customer requirements of the delivery life-cycle

•                 Fast learner in grasping new technology and product knowledge

•                 Goal orientated with a strong delivery/milestone focus

•                 Able to identify and work with multiple internal resources

•                 Knowledge of at least one market sector

•                 Motivated and able to work with limited supervision

•                 Negotiating and influencing skills

•                 Networking and communication skills

•                 Oral and written communication skills

•                 Problem solving and analytical skills

•                 Process technical information and explain it clearly for a non-technical audience using language that helps to convey relevant messages.

•                 Project Management processes and methods

•                 Software solution design and configuration

•                 Understand a suite of complex technical products and the integration between the individual components

•                 Understanding of enterprise architectures

•                 Understanding of full lifecycle project management implementation

•                 Understanding of new technologies and their business application

•                 Understanding of product function within a client business environment

•                 Understanding of requirements gathering and analysis skills

•                 Understanding of Sales and CRM systems

•                 Understanding of specific domain of products and services and their use by clients

•                 Understanding of the client buying process

•                 Understanding of the need to support complex client requirements effectively

•                 Understanding of the stakeholder environment

•                 Understanding of working with cloud-based technologies

•                 Understanding within particular domain of products and services and their use by clients

•                 Use interpersonal skills to influence internal and client stakeholders

•                 Work and collaborate in a matrix organization

•                 Think creatively and apply analytical, design and problem solving capabilities

•                 Write and present a viable business case understanding revenue and cost structures

•                 English and Italian Fluent

Additional Information

• The position is opened also for individuals who fall within the scope of article 18 of the Italian law n.68/99

Experian Careers - Creating a better tomorrow together

Find out what its like to work for Experian by clicking here